{"id":32261,"date":"2023-06-05T22:04:59","date_gmt":"2023-06-05T22:04:59","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32261"},"modified":"2023-06-05T22:04:59","modified_gmt":"2023-06-05T22:04:59","slug":"considering-presales-interviewing-newly-hired-check-out-this-path-to-presales-podcast","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/considering-presales-interviewing-newly-hired-check-out-this-path-to-presales-podcast\/","title":{"rendered":"Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast"},"content":{"rendered":"<p class=\"p1\">I joined Matt Madden for this 1-hour <a href=\"https:\/\/pathtopresales.com\/episode-010-a-masterclass-on-how-to-standout-as-a-candidate-deliver-a-great-demo-and-thrive-in-presales-with-peter-cohan\/\" target=\"_blank\" rel=\"noopener\"><span class=\"s1\">exploration<\/span><\/a> of your first few steps into presales and opportunities to accelerate your journey. We discussed:<\/p>\n<ul class=\"ul1\">\n<li class=\"li1\">The origins story \u2013 and what presales can lead to<\/li>\n<li class=\"li1\">Presales as a cultural ecotone<\/li>\n<li class=\"li1\">Presales beginnings<\/li>\n<li class=\"li1\">\u201cPresales\u201d as a term \u2013 what\u2019s in a name?<\/li>\n<li class=\"li1\">Situational fluency<\/li>\n<li class=\"li1\"><span class=\"s2\"><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/ref=sr_1_1?crid=1U8XAZMG8HBYK&amp;keywords=doing+discovery&amp;qid=1659904849&amp;s=books&amp;sprefix=doing+discovery%2Cstripbooks%2C216&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\"><span class=\"s3\"><i>Doing Discovery<\/i><\/span><\/a><\/span> and <a href=\"https:\/\/www.amazon.com\/Great-Demo-Stunning-Software-Demonstrations\/dp\/059534559X\/sr=8-1\/qid=1167092168\/ref=pd_bbs_sr_1\/104-7071427-1649501?ie=UTF8&amp;s=books\" target=\"_blank\" rel=\"noopener\"><span class=\"s1\"><i>Great Demo!<\/i><\/span><\/a><i> <\/i>books \u2013 when to read<\/li>\n<li class=\"li1\">Enabling an unfair advantage for yourself<\/li>\n<li class=\"li1\">Qualification vs discovery<\/li>\n<li class=\"li1\">Company culture and discovery<\/li>\n<li class=\"li1\"><i>Great Demo!<\/i> origins \u2013 the horror of traditional demos<\/li>\n<li class=\"li1\">Do the Last Thing First!<\/li>\n<li class=\"li1\">An advanced methodology<\/li>\n<li class=\"li1\"><i>Great Demo!<\/i> third edition organization \u2013 two books in one!<\/li>\n<li class=\"li1\">Do the exercises \u2013 why?<\/li>\n<li class=\"li1\">Core methodology vs advanced topics<\/li>\n<li class=\"li1\">Storytelling in demos<\/li>\n<li class=\"li1\">Partnering with sales \u2013 three scenarios<\/li>\n<li class=\"li1\">A surprising interaction with a seasoned salesperson<\/li>\n<li class=\"li1\">Pre-meetings with seasoned salespeople<\/li>\n<li class=\"li1\">The \u201cHarbor Tours\u201d origins story<\/li>\n<li class=\"li1\">Establishing roles in accord with strengths and weaknesses<\/li>\n<li class=\"li1\">Sales is <i>not<\/i> easy \u2013 no pressure!<\/li>\n<li class=\"li1\">Partition discovery<\/li>\n<li class=\"li1\">Working with new salespeople \u2013 \u201cget over it!\u201d<\/li>\n<li class=\"li1\">Mapping roles and laying your cards on the table, mutually<\/li>\n<li class=\"li1\">Structured approaches and processes<\/li>\n<li class=\"li1\">What are hiring managers looking for?<\/li>\n<li class=\"li1\">Three pillars: Situational fluency, product knowledge and use cases, technical acumen<\/li>\n<li class=\"li1\">What else can help you differentiate?<\/li>\n<li class=\"li1\">Passion\u2026 aligned with pragmatism<\/li>\n<li class=\"li1\">Dealing with Imposter Syndrome \u2013 embrace it (in a way)!<\/li>\n<li class=\"li1\">Dunning Kruger \u2013 and Mt. Stupid<\/li>\n<li class=\"li1\">Be conscious of what you may not know\u2026<\/li>\n<li class=\"li1\">\u201cWe can\u2019t know all of the answers to all of the questions in the universe\u2026\u201d<\/li>\n<li class=\"li1\">\u201cI don\u2019t know, but I\u2019ll find out\u2026\u201d<\/li>\n<li class=\"li1\">Strong desire to learn and awareness of current knowledge<\/li>\n<li class=\"li1\">Problem-solving skills<\/li>\n<li class=\"li1\">A desire to see customers succeed<\/li>\n<li class=\"li1\">Time-management skills<\/li>\n<li class=\"li1\">Strong documentation and observation skills<\/li>\n<li class=\"li1\">Strong communication skills<\/li>\n<li class=\"li1\">Understand the differences between the \u201cwhat\u201d and the \u201chow\u201d<\/li>\n<li class=\"li1\">End-results vs how it works<\/li>\n<li class=\"li1\">Some comments about note taking<\/li>\n<li class=\"li1\">Some guidance for presales managers regarding interviewing processes<\/li>\n<li class=\"li1\">\u201cNever Stop Learning\u201d and resources available to you<\/li>\n<li class=\"li1\">The Lunar Module and ongoing learning<\/li>\n<\/ul>\n<p class=\"p1\">You can find this podcast <a href=\"https:\/\/pathtopresales.com\/episode-010-a-masterclass-on-how-to-standout-as-a-candidate-deliver-a-great-demo-and-thrive-in-presales-with-peter-cohan\/\" target=\"_blank\" rel=\"noopener\"><span class=\"s1\">here<\/span><\/a>. Enjoy!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I joined Matt Madden for this 1-hour exploration of your first few steps into presales and opportunities to accelerate your journey. We discussed: The<\/p>\n","protected":false},"author":2,"featured_media":32262,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20,8,9,10],"tags":[7,27],"class_list":["post-32261","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","category-great-demo-blog","category-growth_development","category-methodology_basics","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32261","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=32261"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32261\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/32262"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=32261"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=32261"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=32261"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}